Revenue Builders

Force Management
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Welcome to the Revenue Builders podcast, a weekly show featuring B2B sales leaders and executives. Hosted by Five-time CRO John McMahon and Force Management’s Co-Founder John Kaplan, the show goes in the barrel, behind the scenes with the people who have been there, done that and seen the results. Revenue Builders covers the best practices for scaling and growing your business, while sharing the pitfalls to avoid. Great conversation. Solid interviews. Tangible takeaways to help you succeed. If you enjoy our content, please subscribe, rate and review the show to help us reach more people. This show is brought to you by: Force Management where we help companies improve sales performance, executing their growth strategy at the point of sale. Check out forcemanagement.com more information

  1. Driving Sales Behavior with Effective Compensation Plans with Jose Fernandez

    قبل يومين

    Driving Sales Behavior with Effective Compensation Plans with Jose Fernandez

    In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon dive into the intricacies of sales compensation plans with special guest Jose Fernandez, co-founder of Easy Comp. The discussion covers the primary purpose of sales compensation plans, the impact of incentives on sales behavior, and various strategies for aligning sales incentives with company goals. Jose shares examples from his experience at MongoDB, Intap, and Google, highlighting how tailored compensation plans can drive desired behaviors and increase sales productivity. The episode also touches on the challenges of transitioning to consumption-based models and the importance of clear, motivational, and actionable compensation plans for sales teams. ADDITIONAL RESOURCES Connect with Jose Fernandez. LinkedIn: https://www.linkedin.com/in/joseluisfernandez/ Learn more about EasyComp: https://www.easycomp.ai/ Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0 Read the Guide on Winning Government Contracts: https://bit.ly/3UYAOvO Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:01:44] Understanding Sales Compensation Plans [00:01:59] Driving Sales Behavior with Compensation [00:06:43] Aligning Compensation with Company Strategy [00:08:50] Simplifying Compensation Plans [00:12:19] Planning and Implementing Effective Compensation Plans [00:20:31] Leveraging Technology in Compensation Planning [00:27:01] Incentivizing Overachievers and Managing Churn [00:32:42] Understanding Sales Performance Metrics [00:33:49] The Debate on Sales Compensation Caps [00:35:30] Challenges with Sales Compensation Plans [00:36:46] Coaching Technical Founders on Sales [00:38:07] Celebrating Big Wins in Sales [00:45:32] The Role of Technology in Sales Compensation [00:49:01] The Shift to Consumption-Based Models [01:00:16] The Importance of Collaboration in Sales [01:01:26] Introducing EZ Comp and Its Mission HIGHLIGHT QUOTES [00:02:04] "Incentives drive behavior, and it does it in a very strong way." [00:03:09] "The first place they're going to go to figure out what they're supposed to do is their compensation letter." [00:05:14] "Simplicity is key. If they have to write it down, it's never gonna work." [00:06:36] "The number one way to lose sellers: comp plans that don’t represent things I have control over." [00:31:05] "Any good sales rep, really the top-notch salespeople, are not going to your company if you have a cap in the sales plan." [00:34:41] "If they're not getting value, they're turning it off. That's number one in consumption." [01:06:53] "AI is gonna unleash wave after wave of business transformation, and we want to be part of those waves." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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  2. The Negativity Bias with Pouli

    قبل ٥ أيام

    The Negativity Bias with Pouli

    In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the concept of negativity bias and its impact on sales performance. Joined by Jim “Pouli” Pouliopoulos, a seasoned sales management facilitator and author of "How to Be A Well-Being," the conversation explores the roots of negativity bias, its evolutionary significance, and practical strategies to counteract it. The hosts emphasize the importance of focusing on the sales process rather than fixating on closing deals, offering valuable insights for sales professionals looking to enhance their mindset and performance. KEY TAKEAWAYS [00:00:57] Understanding Negativity Bias: Jim explains negativity bias as a hardwired human tendency to interpret external events negatively, rooted in evolutionary survival instincts. [00:02:25] Impact on Sales: The hosts discuss how negativity bias can adversely affect sales professionals, leading to self-doubt, fear of rejection, and a negative spiral in their approach. [00:03:27] Counteracting Negativity Bias: Jim suggests countering negativity bias by training the brain to focus on positive aspects daily, cultivating gratitude for small things. [00:06:28] Shifting Focus to Process: The conversation shifts to the idea of focusing on the sales process rather than fixating on closing deals, emphasizing the importance of controlling what can be controlled. [00:08:13] Empathy in Sales: Jim advises sellers to approach conversations with empathy, asking, "How do I help this person right now?" instead of being overly concerned about closing deals. [00:09:21] Managerial Support: The hosts discuss the role of managers in fostering a positive mindset, encouraging them to shift their focus from demanding closed deals to understanding and supporting the seller's efforts to help their clients. HIGHLIGHT QUOTES [00:01:20] "Negativity bias is hardwired into us; it gave us the tools to evolve, but we need to recognize and manage it in sales." [00:03:45] "Training our brains to focus on daily positives can counteract the immediate negative interpretations of events." [00:07:53] "Instead of fixating on closing deals, ask, 'How do I help this person?' – it leads to better questions, rapport building, and positive outcomes." [00:09:21] "Managers play a crucial role; shifting focus from closing deals to understanding and supporting the seller's efforts leads to better results." Listen to the full episode with Jim “Pouli” Pouliopoulos through this link: https://revenue-builders.simplecast.com/episodes/how-to-be-a-well-being-in-sales Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here:  https://my.ascender.co/Ascender/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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  3. The Power of Gratitude: An In-Depth Discussion with J. Douglas Holladay

    ٩ أكتوبر

    The Power of Gratitude: An In-Depth Discussion with J. Douglas Holladay

    In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon welcome back J. Douglas Holladay, Founder & CEO at PathNorth, to discuss his book, 'Rethinking Success' focusing on the chapter on gratitude. Doug shares his insights on the profound impact of gratitude on personal and professional life. The conversation delves into the science behind gratitude, practical steps to incorporate it into daily routines, and its influence on emotional well-being. The episode also highlights personal anecdotes, the importance of naming and confronting one's inner demons, and how leaders can foster a positive work environment through appreciation. The discussion emphasizes that gratitude is a muscle that can be developed and a practice that transforms lives. ADDITIONAL RESOURCES Connect with J. Douglas Holladay. LinkedIn: https://www.linkedin.com/in/dougholladay/ Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0 Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0 Watch Force Management’s Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGS Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:03:30] Diving into 'Rethinking Success' [00:03:53] The Power of Gratitude [00:13:05] Practical Gratitude Practices [00:25:55] Embracing Solitude and Reflection [00:34:24] Facing Life's Challenges Head-On [00:35:02] The Power of Naming Your Demons [00:36:28] Owning and Sharing Your Story [00:38:31] Teaching Bravery and Authenticity at Georgetown [00:44:30] The Impact of Gratitude Letters [00:53:40] The Importance of Positive Reinforcement [01:04:13] Practicing Gratitude in Everyday Life HIGHLIGHT QUOTES [00:04:42] “The more of an effort you make to feel gratitude one day, the more feeling will come to you spontaneously in the future.” [00:07:47] “Gratitude is the one emotion that cannot share space with anything else in the brain at the same time.” [00:09:33] “Nobody changes through an argument. It’s more how you penetrate the emotions.” [00:10:48] “Trouble is the stuff of life. We’re always going to be navigating trouble, but gratitude is one of the tools to get in a good space.” [00:39:40] “You can’t be a great leader if you haven’t understood and owned your story.” [00:55:00] “For every negative interaction you have, it takes five positives to overcome it.” [01:06:00] “Gratitude is a way of living that has a massive return, but it’s a practice, not an event or a feeling.” [00:45:30] “To be nobody but yourself in a world that’s trying every day to make you something other than yourself is the bravest thing you can do.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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  4. Preparing for the EB Meeting with Anne Gary

    ٥ أكتوبر

    Preparing for the EB Meeting with Anne Gary

    In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan go on a deep dive with industry expert Anne Gary as they explore the essential steps in preparing for the Economic Buyer meeting. Ann shares valuable insights on how salespeople can differentiate themselves, become true business partners, and align their solutions with both corporate and individual objectives. KEY TAKEAWAYS [00:00:49] Research is Key: 8 out of 10 executives feel sales meetings are wasted time. Research company objectives, risks, and competition beforehand. [00:01:46] Be a Partner: Differentiate by helping run their business. Provide insights into unconsidered business issues. [00:02:56] Align for Success: Link solutions to corporate and individual performance, focusing on revenue growth, cost reduction, and risk mitigation. [00:04:55] Articulate the Pain: Quantify the current situation, showcasing the full ramifications of the customer's process and connecting it to positive business outcomes. [00:08:14] Differentiate Effectively: Identify required capabilities, differentiating based on unique strengths, addressing specific pain points for winning the Proof of Value (POV). [00:09:00] ROI Confidence: Develop a preliminary Return on Investment (ROI) confidently before entering Proof of Concept (POC) discussions. HIGHLIGHT QUOTES [00:01:25] "Be a business partner, not a salesperson. Help them run their business, inform them about business issues they haven't considered." [00:03:57] "The terms that resonate with your champion may not be the same terms that resonate with the economic buyer. Speak on their business terms." [00:07:54] "Understand how these people are measured. Highlight the business outcome that aligns most with how they're evaluated." Listen to the full episode with Anne Gary through this link: https://revenue-builders.simplecast.com/episodes/getting-to-the-economic-buyer-with-anne-gary Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here:  https://my.ascender.co/Ascender/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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  5. Resilience in Sales Leadership: Steve Garraty's Journey from Cancer Survivor to Successful Leader

    ٢ أكتوبر

    Resilience in Sales Leadership: Steve Garraty's Journey from Cancer Survivor to Successful Leader

    In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Steve Garraty, a tech sales leader and author who shares his inspiring journey from a troubled teen diagnosed with cancer to a successful career in sales leadership. Steve delves into his incredible story of resilience, how he overcame a devastating cancer diagnosis at 18, and how this battle shaped his personal and professional life. Highlighting key themes of gratitude, empathy, and the power of positive thinking, Steve discusses the impact of cancer on his leadership style and offers valuable advice for those facing personal challenges. The conversation also touches on the importance of relationships and knowing one's story. Steve’s newly released book, Greatfruit, captures these life-changing experiences and provides further insights into his journey. ADDITIONAL RESOURCES Connect with Steve Garraty: https://www.linkedin.com/in/stevegarraty Get Greatfruit at Barnes & Noble: https://www.barnesandnoble.com/w/greatfruit-steve-garraty/1147081359  Get Greatfruit on Amazon: https://a.co/d/2sWFNEw Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0 Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0 Watch Force Management’s Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGS Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:01:13] Steve's Early Life and Cancer Diagnosis [00:01:39] The Battle with Cancer [00:02:02] Life After Cancer: Career and Family [00:03:04] Writing 'Great Fruit' and Reconnecting with John [00:08:08] Steve's Journey Through Chemotherapy [00:10:21] The Mental and Physical Toll of Cancer Treatment [00:22:08] Finding Blessings Amidst Tragedy [00:26:33] The Importance of Relationships and Leadership [00:34:49] The Brutal Interview Process [00:36:02] Revealing the Cancer Story [00:39:17] Writing the Book: A 37-Year Journey [00:46:58] Mindset and Health: The Power of Positive Thinking [00:54:19] Impact on Sales Career and Leadership [00:57:39] Advice for Overcoming Personal Challenges HIGHLIGHT QUOTES [00:01:48] “He went from victim to Victor, from asking ‘Why me?’ to ‘Why not me?’” [00:21:32] “Blessings can be found amidst the tragedies.” [00:25:11] “Every day is a gift.” [00:26:20] “You never know what people are going through—everybody’s got a story.” [00:27:51] “The greatest sign of leadership is when your people don’t need you anymore.” [01:00:48] “If you’re going through something tough, the worst thing you can do is isolate.” [01:01:14] “Just show up. You don’t have to say anything.” [00:27:09] “I want to help people achieve success—not for me, but for them.” [00:25:36] “Perspective is what turns adversity into a blessing.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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  6. Intention and Delegation with Tom Heiser

    ٢٨ سبتمبر

    Intention and Delegation with Tom Heiser

    In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Tom Heiser to explore the true meaning of empowerment, accountability, and intent in leadership. From the dangers of “pocket vetoes” to the military-inspired concept of Commander's Intent, this discussion unpacks how transformational leaders create environments where teams thrive. Listeners will gain practical insights on fostering trust, enabling decision-making, and avoiding the traps of transactional leadership. KEY TAKEAWAYS [00:00:58] The illusion of empowerment — why saying “you’re empowered” while secretly holding the answer is demotivating. [00:01:39] Transactional vs. transformational leadership — the difference between “just selling” and growing through responsibility. [00:02:23] The power of accountability — great leaders inspect what they assign, signaling its importance. [00:03:25] Commander's Intent in business — lessons from the military on giving clear direction while allowing creativity. [00:04:56] Different team dynamics — recognizing who thrives with intent versus who needs step-by-step guidance. [00:06:00] The paralysis of over-measurement — how too many metrics can crush motivation and productivity. QUOTES [00:00:58] “There are very few things less motivating than being told you’re empowered, but realizing the leader already had the answer.” [00:01:39] “You’re either in a transactional environment or a transformational one. Transformational management forces you to grow.” [00:02:23] “Great leadership inspects what it expects. That accountability keeps people honest and shows them the work matters.” [00:03:25] “Commander's Intent gives people the ability to operate freely within boundaries and often deliver more powerful outcomes.” [00:06:04] “Leaders who measure by eight different ways paralyze their people—they can’t even get out of bed in the morning.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/empowering-leadership-persistence-adaptability-and-self-awareness-with-tom-heiser Enjoying the podcast? Sign up to receive new episodes straight to your inbox https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here:  https://my.ascender.co/Ascender/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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  7. Navigating Energy Challenges and Innovations with Carl Coe

    ٢٥ سبتمبر

    Navigating Energy Challenges and Innovations with Carl Coe

    In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Carl Coe, Chief of Staff for the US Secretary of Energy. Carl shares his impressive career journey, from his initial sales role at PTC to his current influential government position. The conversation covers the urgency of addressing the United States' power capacity, the role of nuclear and renewable energy, and the intricate relationship between DOE and industry leaders. Carl also speaks about the pivotal role of the national labs, the impact of outdated IT systems, and the strategic use of AI in regulatory processes. The discussion highlights the importance of mission-driven work, the critical race against China in AI and energy, and the transformative changes needed in both government operations and the education system to support the future workforce. ADDITIONAL RESOURCES Connect with Carl Coe: https://www.linkedin.com/in/carl-coe-912b82/ Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0 Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0 Watch Force Management’s Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGS Read the Guide on Winning Government Contracts: https://bit.ly/3UYAOvO Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:03:17] Carl Coe's Career Journey [00:05:58] Lessons from PTC and Beyond [00:15:32] Transition to Government Role [00:19:43] Challenges and Achievements at DOE [00:30:05] Modernization and Opportunities in Government IT [00:30:53] AI's Role in Streamlining Regulations [00:31:49] The Power Capacity Challenge [00:32:25] Strategies to Increase Power Capacity [00:36:05] Incentives for Diverse Energy Sources [00:37:46] Reviving the Nuclear Industry [00:39:00] The Importance of Trade Skills [00:43:33] Engaging with the Department of Energy [00:44:28] Technological Innovations and DOE's Role [00:51:45] Procurement and Efficiency Initiatives [00:55:01] Cybersecurity and Grid Protection HIGHLIGHT QUOTES [00:05:30] "Think big, be incredibly urgent. Don't take no for an answer. Outwork, out-hustle, outcompete." [00:13:20] Key lesson: Extreme competitiveness and knowing your product, customer, and problem are essential for success. [00:21:58] "Lose the small battles, win the big ones. Get fired up about the big stuff." [00:24:12] "Many more deposits than withdrawals—help people advance so when you ask for something, they're happy to do it." [00:27:50] "Mission is everything. All parties need to know what the mission is and that everyone is in it for the right reasons." [00:32:54] "You can't skip steps. You gotta know what problem your customer's trying to solve and build champions around it." [00:38:16] "Urgency—it's about urgency, not for us, but for the country. It's a race. We've got to win. There's no choice." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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  8. Building an Operational Cadence with Meghan Gill

    ٢١ سبتمبر

    Building an Operational Cadence with Meghan Gill

    In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Meghan Gill, who spent 17 years scaling MongoDB. Meghan shares her approach to building credibility in sales operations, enabling leaders to think with a business mindset, and creating a management operating rhythm that empowers organizations to scale effectively. From fixing broken reporting to establishing trust and building a cadence that fosters championship-level performance, this conversation is a masterclass in how RevOps drives long-term success. KEY TAKEAWAYS [00:01:00] Sales leaders often excel at recruiting and closing deals but must learn how to leverage information effectively. [00:02:12] Credibility begins with fixing the basics—clean reporting builds trust and opens the door to deeper strategic input. [00:03:00] A strong cadence inside an organization enables consistency and peak performance, much like a championship sports team. [00:04:21] Multiple cadences exist at different levels—frontline managers focus on recruiting and pipeline, while leadership focuses on forecasting and long-term planning. [00:05:52] Sales operations can provide insights that validate or challenge a CRO’s instincts, helping identify hidden issues. [00:07:08] Weekly metric reviews create accountability and ensure readiness, cascading discipline throughout the sales organization. QUOTES [00:00:48] “The greatest sales ops organizations aren’t internal affairs—they’re like coaches, helping sales leaders think with a business intent.” 00:02:29] “Don’t come in too hot. Solve the first basic problems, earn trust, and then earn the right to be at the table.” [00:03:35] “The cadence wasn’t punitive—it became enabling. It was something you sought after, like being part of a championship team.” [00:05:22] “By the fifth day of the first month, forecasts roll up. By the 10th, something else happens—there’s a time element to cadence that drives discipline.” [00:07:29] “It started with me. I had to understand the metrics and be prepared, which set a standard that cascaded throughout the organization.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/scaling-sales-operations-with-meghan-gill Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here:  https://my.ascender.co/Ascender/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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Welcome to the Revenue Builders podcast, a weekly show featuring B2B sales leaders and executives. Hosted by Five-time CRO John McMahon and Force Management’s Co-Founder John Kaplan, the show goes in the barrel, behind the scenes with the people who have been there, done that and seen the results. Revenue Builders covers the best practices for scaling and growing your business, while sharing the pitfalls to avoid. Great conversation. Solid interviews. Tangible takeaways to help you succeed. If you enjoy our content, please subscribe, rate and review the show to help us reach more people. This show is brought to you by: Force Management where we help companies improve sales performance, executing their growth strategy at the point of sale. Check out forcemanagement.com more information

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    Force Management
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    ٢٠٢٢ - ٢٠٢٥
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    © 2022 - Force Management
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    Revenue Builders

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